Director of Business Development

Job Description

Job Description

DIRECTOR OF BUSINESS DEVELOPMENT Substance Use Disorder (SUD) PHP/IOP Program Greater Richmond Area, Virginia Full-Time | Exempt | Reports to: Executive Director/CEO

POSITION SUMMARY

The Director of Business Development is a strategic leadership role responsible for driving census growth, building referral relationships, and expanding the market presence of our Partial Hospitalization Program (PHP) and Intensive Outpatient Program (IOP) for substance use disorders across the Greater Richmond Area. This individual will serve as the primary liaison to referral partners, community stakeholders, and healthcare networks, ensuring a consistent pipeline of appropriate admissions while championing our mission of providing compassionate, evidence-based care.

KEY RESPONSIBILITIES

Referral Development & Relationship Management

• Identify, cultivate, and maintain relationships with referral sources including hospitals, detox facilities, emergency departments, primary care physicians, psychiatrists, EAP providers, courts, and community organizations.
• Conduct regular in-person visits to referral partners throughout the Richmond metro area (including Henrico, Chesterfield, and surrounding counties).
• Develop and execute a comprehensive outreach strategy targeting high-yield referral channels.
• Track and analyze referral source data to identify trends, gaps, and opportunities for growth.

Census Growth & Strategic Planning

• Set and achieve monthly, quarterly, and annual census and admissions targets in collaboration with the Executive Director.
• Develop and implement a business development plan aligned with organizational growth goals.
• Monitor the competitive landscape and adjust strategies to maintain and grow market share.
• Collaborate with clinical and admissions teams to ensure a seamless referral-to-admission experience.
• Participate in community events, health fairs, speaking engagements, and professional conferences to elevate brand awareness.

Marketing & Communications

• Partner with marketing staff or vendors to develop collateral, digital content, and outreach materials that effectively communicate program offerings.
• Represent the organization's brand with professionalism, integrity, and alignment with our mission and values.
• Provide input on website content, social media strategy, and community communications.
• Manage a CRM system to track outreach activities, referral contacts, and outcomes.

Leadership & Collaboration

• Serve as a visible, engaged leader who models the values of the organization.
• Provide regular reports to leadership on business development activities, pipeline status, and ROI.
• May supervise business development coordinators or community outreach staff as the team grows.

QUALIFICATIONS

Required

• Bachelor's degree in healthcare administration, business, marketing, social work, psychology, or a related field.
• Minimum 3–5 years of experience in healthcare business development, marketing, or community outreach, specifically in behavioral health or substance use disorder treatment.
• Proven track record of building referral networks and achieving census/admissions goals.
• Deep knowledge of the SUD continuum of care including detox, PHP, IOP, and outpatient levels.
• Familiarity with the Greater Richmond healthcare landscape and community resources.
• Excellent interpersonal, communication, and presentation skills.
• Proficiency in CRM software and Microsoft Office Suite.
• Valid Virginia driver's license and reliable transportation for regular field visits.

Preferred

• Experience working in or with PHP/IOP programs.
• Certified Alcohol and Drug Counselor (CADC) or other behavioral health credential.
• Existing relationships with hospitals, EAPs, courts, or healthcare providers in the Richmond metro area.
• Experience with commercial insurance, managed care, and utilization review processes.